If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you. Build Rapport […]
Tag: #increasesales
Video – Orchestrating a successful follow-up meeting
I recently worked with Prepare 4 VC to share some ideas with their community on this topic. Here is an overview and the video…READ BELOW and WATCH! Overview You provided a demo for a potential client, and they have agreed to a follow up meeting. Goals for the follow up meeting should be: Now what? […]
Clients picking apart your pricing?
Clients will frequently want to know about pricing as early as possible. How you present your pricing can directly impact the rest of the conversation with the client. How to eliminate getting picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line. This puts you […]
Grow your pipeline rapidly – Connect with partners!
Have you been grinding away at trying to grow your pipeline? Taking a look at where you are trying to find opportunities can sometimes give your effort a boost. Is most of your effort directly with customers? How about looking at partners that you collaborate or co-exist with in your customers? Be a collector of […]
Why invest time supporting others
While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable. Ted Pizzo, Senior Vice President – Lockton Companies does an incredible job providing value for many in this way. More about Ted’s approach and how investing some of your time may […]
Why double your effort this summer
During a normal year people are on vacation for some portion of the summer, including your competition. This year, as you would expect, may have more people looking to take a break. The translation could be MORE opportunities for your business…why? Competitors may assume customers are on vacation Many sales reps assume that customers are […]
Deals getting close but not closing?
You have made progress in the customer seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed? What is the customer saying? […]
How your client’s company culture impacts your selling effort
Particularly if you are pursuing opportunities that involve multiple contacts at your client, it will be critical to pay attention to company culture. In talking with Al Curnow – Vice President, High Performing Culture he stated…”your client’s culture can directly impact your selling effort”. Some thoughts on how to be more informed and decide on […]
Learning when you lose a deal?
We all have lost deals. Some were a surprise (some not). It happens even when you have done a great job planning, paying attention to detail and delivered a well-structured proposal. You know the frustration you feel from these situations…I am familiar. How do you get some clarity from the experience and, more importantly, some […]
Distractions in the way of selling?
Managing distractions is not easy whether you are trying to get more comfortable selling or a veteran. If selling is not your favorite thing to do, it is even tougher. You likely know you need to reach out to new/existing/previous clients and partners — your business depends on it. Ideas on how to ensure your […]